**Introduction** A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey. **Your role and responsibilities** Your Roles and Responsibilities: ● Assist as a domain expert and escalation path to progress strategic opportunities across the entire customer journey ● Establish and maintain an understanding of the overall HashiCorp technology portfolio ● Recognized as a specialized domain guide aligned to, and in support of, HashiCorp products and the competitive landscape ● Assist in complex technical due diligence activities supporting our moments that matter such as Discover, Technical Validation, Onboarding, Consumption, and Optimization ● Deliver sophisticated product presentations, demonstrations, evaluations, workshops, and proof-of-values to key customer partners ● Work closely with the aligned Account SE and our customers to help craft their vision/strategy for improving all aspects of application delivery, advise on how to use and adopt HashiCorp products to work towards their goals, and drive measurable value-based outcomes ● Partner with Account Teams to identify and handle Customer risks and opportunities as they relate to product adoption, renewal, and expansion ● Collaborate with HashiCorp Product Management to translate Customer business needs into technical solutions and new product requirement ● Collaborate with HashiCorp Product Management and Product Education to build and manage prescriptive patterns for core and strategic product use cases ● Act as educators and advisors to HashiCorp Sales teams, our partners and our customers ● Help foster an environment for ongoing customer success ● Domestic and occasionally international travel is required **Required technical and professional expertise** ● 7+ years experience with solution architecture, sales engineering, or equivalent experience ● B.S. degree in an engineering or similar program from an accredited college / university preferred or equivalent experience ● Ability to work well in a highly-dynamic environment that focuses on providing outstanding customer service ● Comfort working remotely and performing well given a high level of independence and autonomy ● Outstanding communication - Developing and delivering technical content for audiences of varying technical abilities ● Experience responding to customer objections ● Experience crafting technical content such as Architectural Blueprints and Recommended Patterns ● Comfort leading discussions with customers to educate and advise on the usage and adoption of HashiCorp products to achieve measurable value ● Experience supporting peers through code review, pairing, and acting as a resource for all team members, sharing technical knowledge and process mentorship ● Deep technical expertise in cloud and on-premise infrastructure management, application deployment, and practical security methodology ● Proficiency and experience with concepts and technologies used in software development, operations, security, cloud, microservices, containers, and scheduling platforms ● Experience with either engineering/operating an infra platform that has its own internal/external customers ● Experience in major transformation efforts involving significant process, organizational and technology change **Preferred technical and professional experience** ● Deep knowledge of HashiCorp products domain area and how it works together to conceptualize solutions in the given domain area (HashiCorp product Certification Desired) ● Demonstrate a solid understanding in at least one Cloud provider in your given region (AWS/Azure/GCP Certification Preferred) ● Expertise in the field of container orchestration and development (CKA Certification IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.